A sales manager’s toughest job is demonstrating appropriate sales behavior. Essentially this is a behavior their sales team can emulate. What appropriate sales discipline or behavior is best demonstrated by a sales manager?

Are you telling your sales people what to do? Are you telling them what their sales targets should be? If so, who really owns the target? Are your sales people really committed to achieving their goals? How do you think a “telling” behavior makes them feel – not trusted, not knowledgeable, and not professional? Do you like to be told what to do by your boss? How does it make you feel when you are told what to do?

What type of relationship will a sales team have with their customers if their sales manager consistently demonstrates a “telling” behavior? Most salespeople don’t like to be told what to do, nor do the customers. Unfortunately, a selling trend is generally to “tell” others what to do and how to think. However, it should be noted that “telling” indicates lack of trust and empowerment.

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Front line sales coaching is not as common as it used to be. Some sales managers are too concerned about impressing their superiors that they forget their actual responsibilities. A responsible sales manager provides sales coaching to the front line in order to attain their sales targets.

Sales’ coaching is the best way to help your sales team (your customer) hit their target. Progressive sales coaching can also guide salespeople to exceed their initial target and consistently maintain sales results. Sales’ coaching gets the sales results that your organization requires in order to stay in business.

Aren’t sales coaching and sales results the primary focus and responsibility of every sales manager?

Why do most sales managers shy away from sales coaching? Is it because they don’t know how to sell? Are they more concerned about their careers and company politics? Do they think they are better than their customers (their sales team) because they are now managers? Is it because their boss never gives them the time of day and now they are mimicking those behaviors?

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Sales is considered a dirty word by many professionals and no one wants to be associated with it. However, no matter what profession or business you are in, you will not survive without sales. Non-selling professionals and entrepreneurs need sales training in order to survive in today’s new economy of buyers.

Believe it or not, the world revolves around sales. Without sales, there are no transactions, no revenue, no business, and no jobs. You can have the best product or service in the world, but if you cannot sell it, you will not survive.

When people, like you, undertake sales training, the human interaction and productivity qualities are honed to perfection. Not only do they acquire a sizeable return on investment from the sales training, but also enjoy an edge over their competition. Sales training plays an instrumental role in channelling one’s selling talents in the right direction ensuring a better return on time invested – R.O.T.I..

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